You’ve persuaded Mrs. Hinojosa to buy six applications of fertilizer and weed control for the 2015 lawn season.
Here comes the fun part:
Now, Lawn Pimps offers three payment options.
1. Pay-as-you-go by invoice (good)
2. Pay-as-you-go by automatic withdrawal (better)
3. Prepay (best)
You hugely prefer options 2 and 3, e.g. , scoring credit card digits, for a couple reasons:
1. Mrs. Hinojosa lives in a sketchy Chicago suburb. Her neighbors chose option 1 and never payed up.
2. $Money$ now is better than $money$ later.
How do you steer this (possibly) liable Latina away from option 1?
Pretend option 1 doesn’t exist:
“Mrs. Hinojosa, I have two great ways to pay this year and both of them include discounts. If you prepay today, I will knock 10% off the entire service. Our second option is the pay-as-you go plan. This makes things very simple. After we do an application, the payment is deducted from your account. With this option I’m able to do the first application for $29.95.”
Which do you prefer?
. . .
I call this the Control Her Choices Close.
Take it for a spin.
Tell me if (1) it works wonders or (2) it is your new favorite close.